Relying on a fundraiser’s personal network isn’t a fundraising strategy; it’s a shortcut that can cost your nonprofit big in the long run. 

In this episode, Maria Rio and Caitlin McBride unpack why this common hiring question is a major red flag, what it reveals about an organization’s approach to fundraising, and how small nonprofits can shift toward healthier, more sustainable donor relationships. 

Meet the Hosts 

• Maria Rio: Expert fundraiser with 10+ years of experience helping Executive Directors secure the funding they need without the overwhelm. 
• Caitlin McBride: Certified Fundraising Executive with a decade of experience making fundraising less chaotic and more doable for small nonprofits. 

5 Key Takeaways 

1. Fundraising Is About Mission, Not Personal Rolodexes 
   A fundraiser’s job is to connect donors to the mission, not just to themselves. The strongest relationships are built between donors and the organization’s cause, not one staff member. 
2. “Who Do You Know?” Reveals Short-Term Thinking 
   When nonprofits ask this, they’re often chasing quick wins instead of building long-term fundraising systems. It signals a lack of investment in donor stewardship. 
3. It’s an Inequitable Expectation 
   Not everyone has a wealthy, well-connected network. Tying job eligibility to personal privilege shuts out talented, values-aligned fundraisers from diverse backgrounds. 
4. Over-Reliance on One Person is Risky 
   If donor relationships live only with one fundraiser, they walk out the door when that person leaves. That’s a high-stakes gamble for any small nonprofit. 
5. You Need Hunters AND Farmers 
   Hunters go after big gifts fast; farmers cultivate relationships for the long haul. The best fundraising teams balance both approaches for sustainable growth. 

🎧 Listen to more episodes for actionable fundraising tips and insights on nonprofit leadership, nonprofit governance, productivity & tools, and donor engagement strategies that work. We're here to eliminate nonprofit burnout and boost your donations!  

Key Quote: 

“Focus on relationships between the mission and the donor, not just between the fundraiser and the donor.” – Caitlin McBride 

3 Actionable Tips for EDs & Hiring Managers 

• Hire for Relationship-Building Skills 
  Ask candidates how they build, deepen, and sustain donor relationships. Skip the “who do you know” question; it doesn’t measure actual fundraising ability. 
• Build Systems That Keep Donors Connected to the Mission 
  Use stewardship processes, regular communication, and impact storytelling so donors feel invested in the cause regardless of staff changes. 
• Prioritize Values Alignment Over Access to Wealth 
  Fundraisers who share your mission’s values will build stronger, more authentic relationships that last – no matter who’s in their contact list. 

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